Most distributors are dependent upon their manufacturers for product data (some have internal resources) to power their eCommerce systems and, increasingly, to support AI-powered applications. Most manufacturers rely on their internal staff to develop it. But here's a sneaky, albeit obvious observation ... manufacturers 1) develop new products, 2) occasionally have enhancements … [Read more...] about Manufacturers – Data Cleanup Doesn’t Work on Autopilot
The Most Valuable Feedback You’re Not Reviewing
Every company seeks to improve profitability. While you endeavor to price everything correctly with a goal of achieving the desired margin, there are the inevitable. This why the phrase "sh*T happens" was invented. People are not infallible and most people do not make errors on purpose. Sometimes a typo is a typo. Sometimes mistakes occur because of lack of training or lack of … [Read more...] about The Most Valuable Feedback You’re Not Reviewing
Q2 Pulse of Industrial Supply is Open till June 22
Fastenal's headline number for May was 15%. Dig into the numbers and another area (non-contract accounts) is 8%. Online is 11%. The question becomes, what is the market doing? Q2 Industrial Supply Dynamics Q2's dynamics included higher energy costs, tariff changes, commodity price increases. The industrial segment, overall, appears to be rebounding, especially oil / … [Read more...] about Q2 Pulse of Industrial Supply is Open till June 22
Adding a Nudge to Sales Coaching to Accelerate Sales
Every conference has some session about AI. And every reception at every conference has someone asking about what you’re doing with AI. So, imagine being at a conference that is all about AI and where everyone is talking AI 24x7x3. This is what will happen next week at DSG’s Applied AI conference in Chicago. If you are attending get ready to hear from many AI companies about … [Read more...] about Adding a Nudge to Sales Coaching to Accelerate Sales
The Industrial Inventory Paradox & Central Surplus Origin
In 2009, my construction company was hired by an MRO and industrial electrical distributor for a warehouse renovation project. The owner knew exactly what he wanted, we were in constant, direct contact. As we built a working relationship, I started asking questions about the mechanics of industrial distribution—the supply chain dynamics, manufacturer relationships, … [Read more...] about The Industrial Inventory Paradox & Central Surplus Origin
Fastenal’s May Outperforms. The Market?
Last month Fastenal reported sales of $751.5 million, putting them on track for around $9 billion (or slightly more at their growth rate) at the end of the year. May’s corporate sales were up nearly 15%. Looking at it from customer market perspective: From a customer base perspective, sales to OEM customers were up 16% and MRO sales increased 14.5%. Fastenal … [Read more...] about Fastenal’s May Outperforms. The Market?
Who Has Margin Responsibility in Your Company?
While national chains reported strong growth in Q1, and independents performed comparably based upon our 2026 Q1 Pulse of Industrial Supply report, aided by increased pricing tied to tariffs, commodity price increases that supported manufacture price increases, and industrial end-user performance, the challenge for distributors is that their operating costs continue to rise … [Read more...] about Who Has Margin Responsibility in Your Company?
TUG Connects: More Than an Infor Conference
June 3, 2026 by David Gordon Leave a Comment Infor is one of the most prominent ERP systems serving the Industrial supply market. Last month their users' group, TUG, which is independently run, held their annual event. If your company operates on the Infor platform, this is where your IT and sales operations group (as well as others depending upon the … [Read more...] about TUG Connects: More Than an Infor Conference
Sales Incentives Drive 2026 Goal Achievement
We're almost 50% of the way through the year. Are you almost 50% towards your 2026 sales and profitability goals? If not, now is the time for a quick review. While there may be customer-specific issues, one of the areas that requires a tough self-reflection is asking "is our salesforce performing the way we want them to?" Everyone hems and haws because the reality is some … [Read more...] about Sales Incentives Drive 2026 Goal Achievement
The 2026 Industrial M&A Landscape
The M&A market continues to be strong in the industrial supply sector on both the manufacturer and distributor fronts. And while at times you may not experience it, there seemingly are always conversations. While on the distributor side the decision drivers relate to generational change (and lack of succession) and need to invest on the part of sellers, for buyers it is … [Read more...] about The 2026 Industrial M&A Landscape
